How are you engaging with customers around IoT? What are the first steps?
Michael Grasley, Callisto
It's funny, it's kind of like the sales cycle with MES 20 years ago where no one knew what it was – some initial engagement with the customers helped them understand what unfulfilled challenges do you have, and then we can use our knowledge of the industry and the technology to go, 'IoT can help you here.' For us, we try to get to proof-of-concept, which is small, cheap, and fast, and is designed to give them enough success that they can say it is a viable addition to their technology suite. But right now [customers] are still needing to see that first success.